l According to the aulhor, negotiation should be seen as a. - process that contains
... ls negotiation in international relations different than internal negotiation,.
NEGOTIATION IN INTERNATIONAL RELATIONS
Alexandra García Iragorri*
Resumen
Este trabajo discute el concepto de negociación en Relaciones Internacionales. Basado en el estudio de dos obras clásicas sobre negociación, la autora argumenta que es poco probable que encontremos un teoria comprehensiva sobre negociación dada la complejidad y particularidad que contiene este proceso. Negociación, comenta la autora, debe ser vista como un proceso que contiene algunas etapas definidas, pero que es determinado y moldeado por las realidades propias de cada situación. Palabras clave: Relaciones internacionales,
negociación.
Abslract M
15 N
-1i e ~ ~
This work deals wilh lhe concepl of negolialion in Inlernational Relations. Based on lhe review of two classic works on negolation, lhe aulhor posils lhal we are nol likely to find a comprehensive lheory ofnegotiationdue to .¡¡ lhe complexity and particularities lhatthis processentails. According to the aulhor, negotiation should be seen as a -.¡; process that contains certain stages but lhat it is shaped .:; and determined by the realities of each specific siluation . _~ Key words: Inlernational relations, negotiation.
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* Doctoral CandidaN~ Political Science the Pennsylvania State University. Assistant Professor Universidad del Norte. Law School.
[email protected]
REVISTA DE DERECHO, UNIVER:;IDAD DEL NORTE, 19; 91-102, 2003
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This paper discusses the notion of negotiation in Intemational Relations. Extensive work has been done conceming war and violent confrontation, particularly on how to avoid or prevent it, but not as much has been done concemingnegotiationas a way ofpreventingorendingwar'. Traditionally, negotiation is included as a parallel process that takes place during war, but it is seldom granted more than a mention. In intemational relations when we think of negotiation what comes to mind is diplomacy and treaty negotiation. However, a detailed examination of war, treaty negotiation, diplomatic activif:ies, and in general the basic aspects of intemational relations, allows liS to notice that negotiation between actors is always presento Even during war, at certain point while violent confrontation is takingplace, officialsofthe differentparties will attempt to find a negotiated solution to the confrontation. Based on this, it is possible to explore several questions regarding negotiation in international relations. Por example, is it possible to talk about a theory of negotiation? ls negotiation studied in a systematic way? ls negotiation in international relations different than internal negotiation, or negotiation in general? In this paper, negotiation will be studied through two works that are well accepted within the discipline': Pred C. lklé (1964) How Nations Negotiate, and Zartman & Berman (1982)The Practica/ Negotiator. Thesetwo works are eighteen years apart which makes the comparison even more interesting allowing us to determine if there has been any variation in the study of the concepto In order to answer these questions, 1 start by discussing each work independently and then offer cornments regarding the study ofnegotiation in intemational relations. How nations negotiate Negotiation is a subject on which much has been said and written that seems self-evident until examined more closely. To reso/ve conflict and avoid the use offorce, it is said, one must negotiate (ls this a/ways the best way to sett/e 1
For more on War and Intemational
Conflict see: Vásquez
and Henehan
(1982), Small and Singer
(1982), Bueno de Mesquita (1981, 1985), Gilpin (1981), Levy (1987), and Huth et al. (1992). Far Negotiation see: Fisher and William (1991), and Raiffa (1982). 2
Palmer (1965) considered
appropriateness of Iklé'sbook. Zartman and Bermen's work.
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Iklé' s work a c1assic, and Gould (1965) commends
Fisher (1983) and Braciy (1984) wrotefavorable
the brilliantness
and
reviews concerning
REVISTA DE DERECHO, UNIVERSIDAD DEL NORTE, 19: 91-102, 2003
conflict? ). Negotiation requires a willingness to compromise (Why?), and both sides must make concessions (According to which law?). Neither side can expect to win all it wants (Not even if its objectives are modest?). Ilboth sides negotiate in good laith (Who judges «good laith»?), they can always find a lair solution (And what is
